Chapter 9

Let's Perk-O-Late a Deal

True generosity requires more of us than kindly impulse. Above all it requires imagination—the capacity to see people in all their perplexities and needs, and to know how to expend ourselves effectively for them.

—I.A.R. Wylie

Let's assume that, at this point, you know you have their favorable attention. In fact, you're confident that you are close to securing the deal. Is there some type of perk you can add, delete, change, or tweak that will be the difference between being a deal maker or a deal breaker?

Perk-O-Late your deals by offering that little something extra. That special touch or added bonus can seal the deal in more ways than one. Flexibility is the key phrase in Perk-O-Lating your close. You want to be able to think and act on your feet, quickly and with authority, so you can respond to changing circumstances adroitly.

Here's an example of a quick-thinking connection that was made from the top down (go straight to the source of contact). I had just joined the National Speakers Association (NSA), and it didn't take me long to figure out that there was one person who appeared to be the top gun within our organization: Dr. Nido Qubein, CSP, CPAE, chairman of Great Harvest Bread Company, currently president of High Point University, author of several sales books, including Stairway to Success, How to Be a Great Communicator, and How to Be a Great Sales Professional. Also, he's a sharp dresser and a handsome man. My introduction to him ...

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